01456nam a2200301 i 450099100331757970753620020509120043.0010704s1983 it ||| | ita 8842492043b11143113-39ule_instPARLA179542ExLDip.to Filosofiaita458.00712Soriani Cucchi, Livia540009Insegnare la lingua :verifica e valutazione : modalità e tecniche per la verifica dell'apprendimento della lingua nelle scuole secondarie di primo e secondo grado /a cura di Livia Soriani CucchiMilano :Edizioni scolastiche Mondadori,1982206 p. :graf. e tab. ;23 cm.Lend. Lingua e nuova didatticaPrimo convegno regionale lombardo LEND, Boario Terme 16-17-18-ottobre 1981Lingua italianaInsegnamentoScuola media.b1114311313-10-2128-06-02991003317579707536LE005IF XXXIX A 551LE005IFA-15784 IIIle005-E0.00-l- 00000.i1128343928-06-02LE023 Fondo Sobrero 9512023000195222le023gE9.00-no 00000.i1596366430-06-21LE023 Fondo Sobrero 95 bis22023000195284le023gE9.00-no 00000.i1598057113-10-21Insegnare la lingua871462UNISALENTOle00501-01-01ma -itait 0103573oam 2200481 450 991078621850332120190911100039.01-118-65105-71-118-65110-3(OCoLC)864916769(MiFhGG)GVRL8FMF(EXLCZ)99267000000034229920140529d2013 uy 0engurun|---uuuuatxtccrPower questions to win the sale overcoming nine critical sales challenges /Andrew SobelHoboken, N.J. Wiley2013Hoboken, New Jersey :Wiley,2013.1 online resource (v, 33 pages) illustrationsGale eBooksDescription based upon print version of record.1-118-64800-5 Cover; Title Page; Copyright; Contents; Chapter 1 The Right Question Really Can Win the Sale; Chapter 2 Clients Have Changed-Are You Keeping Up?; Chapter 3 Challenge One: Plan a Great Meeting; Chapter 4 Challenge Two: Sequence Your Questions; Scenario One: You Asked a Prospect for a Meeting; Scenario Two: You Asked a Current Client for a Meeting; Scenario Three: A Prospect Calls You and Asks to Meet; Scenario Four: A Current Client Calls You and Asks to Meet; Chapter 5 Challenge Three: Build Rapport; Questions to Build Rapport; Chapter 6 Challenge Four: Establish Your CredibilityQuestions to Build Your Credibility Chapter 7 Challenge Five: Understand Their Issues; Questions to Help You Understand a Client's Issues; Chapter 8 Challenge Six: Develop a Need; Questions to Explore an Identified Need; Chapter 9 Challenge Seven: Create a Next Step; Questions to Create a Next Step; Chapter 10 Challenge Eight: Position Your Proposal to Win; Chapter 11 Challenge Nine: Unblock a Sale That Is Stalled; Precondition One: There Must Be a Significant Problem or Opportunity; Questions; Precondition Two: The Executive Must Own the Problem; QuestionsPrecondition Three: There Is Dissatisfaction with the Rate of Improvement or Change Questions; Precondition Four: The Client Believes That You Are the Most Trusted, Highest-Value Alternative; Questions; Precondition Five: The Buyer Believes That Key Stakeholders Are Aligned to Move Forward; Questions; Chapter 12 Conclusion; Additional Resources; Excerpt from Power Questions; 1. Good Questions Trump Easy Answers; 2. If You Don't Want to Hit Bottom, Stop Digging the Hole; 3. The Four Words; About the Author; Other Wiley Books by Andrew SobelUse the power of questions to accelerate your sales process and gain client commitment. Skillfully build rapport. Establish your credibility. Uncover a client's issues. Determine if your prospect is really ready to buy. Get commitment to a next step. Power Questions to Win the Sale provides specific strategies and techniques to help you successfully manage the most common challenges in sales. For each step in the sales process, it gives you a series of thoughtful questions that will help you rapidly turn a contact into a client. Drawing on the author's bestsellingSellingDirect sellingBusiness communicationSelling.Direct selling.Business communication.658.85Sobel Andrew1533638MiFhGGMiFhGGBOOK9910786218503321Power questions to win the sale3780728UNINA00725nam a2200205 i 450099100436023820753620250107115114.0250107s1968 it er 001 0 ita dBibl. Dip.le Aggr. Ingegneria Innovazione - Sez. IngegneriaInnovazioneengSocioculturale Scsita510.7623.Zwirner, Giuseppe2130Complementi di matematica :per gli istituti tecnici industriali e nautici /Giuseppe Zwirner3. ed.Padova :CEDAM,1968XV, 531 p. :ill. ;25 cmMathematicsProblems, exercises, etc.991004360238207536Complementi di matematica4306935UNISALENTO